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04/29/2020 · 7 min read
Dave Williams runs the #1 Allstate agency in New York by hiring ahead of need from a year-round pipeline, screening for coachability and activity over experience, using multi-stage interviews instead of a single chat, and investing in a structured 90-day onboarding.
04/27/2020 · 7 min read
Ashley Mauldin's referral engine runs on four kinds of operational generosity: free coverage knowledge given before anyone signs, deliberate introductions between people in her network, specific public recognition for clients and partners, and consistent presence at community events. The result is lower acquisition cost than paid-lead agencies.
04/24/2020 · 6 min read
The Ramiz Hakim playbook runs in three steps in this exact order: document your process first, apply that process to a specific niche, then scale. Skip step one and the niche stalls. Skip step two and the process serves nobody well.
04/22/2020 · 6 min read
Build agency pay around four pillars: lead generation, sales system compliance, operations and retention, and culture. Reward prospecting, not just closing. Tie part of pay to retention. Bonus team development. Walk every hire through the plan in detail and revisit it at 90 days and one year.
04/20/2020 · 7 min read
Lenders need three things from insurance agents: respond within hours not days, deliver the binder reliably by the date promised, and communicate proactively when there is an issue. Build the relationship before you need a referral. Show up at the mortgage office, listen, then operationalize solutions.
04/17/2020 · 6 min read
Most agents fail out in their first three years because they don't build uncomfortable prospecting habits before referrals can carry them. Veterans who last invest aggressively in product depth, treat clients as multi-year partners, and learn to read soft and hard market cycles.
04/15/2020 · 6 min read
Stay on offense during disruption. Increase non-sales check-in calls to your current book, shift marketing budget to the digital channels prospects flooded, and document one process per week. Coma mode preserves cash short-term and forfeits market share, relationships, and team cohesion long-term.
04/13/2020 · 6 min read
Fix lead process before lead spend. Contact every fresh internet lead inside five minutes, run a five-touch sequence across call, text, and email in 72 hours, track close rate by source, and apply automation to retention too. Lead quality matters less than lead process.
04/10/2020 · 6 min read
Travis Gensler runs a tech-forward agency by building three things: digital intake so prospects can start the process at 10 PM, automated multi-channel follow-up, and renewal and retention workflows that run without the owner. Same leverage logic as the lawncare business he ran at fourteen.
04/08/2020 · 5 min read
Build a modern insurance agency on four pillars: diversified lead generation across three channels, a documented sales system, operations and retention systems that don't depend on the owner, and an intentional culture. Score yourself one to ten on each, then spend the next 90 days on the weakest one.
04/06/2020 · 6 min read
Becky Isbell is building a Goosehead franchise in Killeen, TX, a transient military market around Fort Hood. The new-agent survival formula: measure controllable activity inputs (not outcomes), embed in the local military community, and ask for mentorship before you need it.
04/03/2020 · 7 min read
Direct mail works for insurance agencies because the mailbox is the channel competitors abandoned. Run targeted lists (homeowner value brackets, vehicle data, renewal windows), test creative with a clear offer, mail three times in 90 days, and track every response on a dedicated number. Frequency plus targeting beats one-off blasts.
04/01/2020 · 7 min read
Kirk Baker uses Team By the Minute to delegate service tasks on demand instead of carrying full-time overhead. The model only works because he documents every process first, defines what done looks like, and measures the output instead of the activity.
03/30/2020 · 7 min read
Eric Brown of Crashtech Accident Investigation explains the claims truth no one tells clients: police accident reports are often wrong, fault determinations can be challenged with reconstruction, and agents who understand the post-crash process become trusted advisors instead of replaceable vendors.
03/27/2020 · 7 min read
Joy is a performance condition, not a luxury. After 21 years in business, Katherine Kinney argues that operators who stay energized make better decisions, attract better clients, and last longer than those running on fumes. State is trainable, and the work is operational.
03/25/2020 · 6 min read
Email your whole book with a human note from the owner, shift ad messaging from price to context, and double down on social, email, and Google while competitors go dark. Manage remote teams with daily five-minute check-ins, transparent activity metrics, and acknowledgment of what staff are dealing with at home.
03/23/2020 · 6 min read
Build predictable insurance sales by tracking your own ratios (doors or calls to appointments, appointments to demos, demos to closes), then reverse-engineer monthly production into daily activity targets. Daily consistency compounds. Heroic sprints followed by burnout don't. The rejection is the training.
03/20/2020 · 6 min read
Kelly Donahue-Piro transforms insurance agency performance by replacing instinct with measured close rate, items per household, and retention. The biggest wins come from turning service calls into 15 to 25 percent items-per-household lift through trained, accountable cross-sell.
03/18/2020 · 5 min read
Treat uncertainty as a condition to operate in, not a problem to solve. Lean on existing relationships, accept that figuring out video selling and remote staff will involve repeated failure, and treat humor as load-bearing infrastructure. Confidence based on conditions being normal collapses the moment they aren't.
03/16/2020 · 6 min read
Jack Wingate automates routine activity and protects his time using a Faith, Family, Friends, Entrepreneur priority stack. Automate anything that doesn't need a human judgment call, assign clear ownership to the rest, and block life priorities on the calendar before the business claims them.